Support your customers by delivering measurable value and strong value communications
When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.1